often based on l-t mutually profitable relationships
must understand how its product affects other organizations in marketing channel
purchase products for making a profit by
1) using it as an input
2) using it for operations
intermediaries that buy FINISHED goods and resells for profit
contracts are awarded to firms of all sizes, but usually given to large corps.
organiz. w/ charitable, educ., NON-BUSINESS goals.
transactions between businesses
_PRICE_ is VERY IMPORTANT to bus. customers!!~~
they also value service
suppliers must sell products in large Qs to make profits
some need expensive items, while others need sth that is freq. replenished (raw materials)
buy item to do new job/solve problem
straight buy repurchase
routine purchase of the same products w/ same contract terms
modified rebuy purchase
new-task purchase changed , or when reqs of straight-buy repurchase is modified
D for business products derived from D for consumer products
D not altered by P incr/decrease
2+ items used in combination to produce a product
shortage one 1 will jeopardize sales of the other
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